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(Online)-Buying Behavior and Personality Traits: Evolutionary Psychology and Neuroscience Based

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Information Systems and Neuroscience

Part of the book series: Lecture Notes in Information Systems and Organisation ((LNISO,volume 10))

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Abstract

This paper tries to link findings from evolutionary psychology and neuroscience with the aim to adapt traditional buying models and, as a result, shed new light on the different buying behavior. Out of these theories one can derive that (online) buying behavior is in a general sense twofold. Need-oriented-buying behavior: We purchase goods because we have a need. Yet, this purchase contributes little to our happiness since it is a sheer necessity. Want-oriented buying behavior: Many goods, however, are bought because we “want” and “like” them based on our experience or due to the fact that they are new. Such products generally generate a so-called “incentive salience”. By adding the additional dimension of an involvement component, a two-dimensional model with four archetypical types can be established: (a) Extensive buying, (b) effort-minimizing buying, (c) self-indulgent buying, and (d) conspicuous buying.

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Author information

Authors and Affiliations

  1. University of Applied Sciences Upper Austria, Steyr, Austria

    Harald Kindermann

Authors
  1. Harald Kindermann
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Correspondence to Harald Kindermann .

Editor information

Editors and Affiliations

  1. Walton College of Business (room 216), University of Arkansas, Fayetteville, Arkansas, USA

    Fred D. Davis

  2. University of Applied Sciences Upper Austria & University of Linz, Steyr, Austria

    René Riedl

  3. University of Liechtenstein, Vaduz, Liechtenstein

    Jan vom Brocke

  4. HEC Montreal, Montréal, Québec, Canada

    Pierre-Majorique Léger

  5. Kennesaw State University, Kennesaw, Georgia, USA

    Adriane B. Randolph

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Kindermann, H. (2015). (Online)-Buying Behavior and Personality Traits: Evolutionary Psychology and Neuroscience Based. In: Davis, F., Riedl, R., vom Brocke, J., Léger, PM., Randolph, A. (eds) Information Systems and Neuroscience. Lecture Notes in Information Systems and Organisation, vol 10. Springer, Cham. https://doi.org/10.1007/978-3-319-18702-0_6

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